Director, Gross-to-Net

IQVIA; Boston (MA); On-site; USD 139,000 - 386,000; Full time

Job summary

IQVIA is seeking a Principal leader in Market Access Technology & Solutions to orchestrate GTN forecasting, accrual management, and cross‑functional programs for US pharma clients. You will manage client engagements, drive model development, and oversee ERP/GTN platform implementations.

The role requires 10+ years in consulting or pharma with GAAP, FP&A, and pricing knowledge, plus strong leadership and global-team experience. Travel as needed and a focus on delivering value.

Qualifications

• Extensive GTN forecasting experience (Long Range, Latest Estimate, Rolling).
• Strong Excel, SQL, and data analytics skills for forecasting and accruals.
• Experience leading cross-functional teams and client delivery on GTN projects.

Responsibilities

• Own client delivery with high satisfaction and value.
• Build GTN models from datasets like Demand, Ex-factory Sales, Inventory, Rebates.
• Support FP&A and accounting for Close, Reserve, and Forecast cycles.
• Lead projects implementing IQVIA GTN application and transitions.
• Provide direction and thought leadership to clients and teams.
• Ensure deliverables meet SLAs and quality standards.
• Contribute to business development and practice growth.
• Mentor team members and develop capabilities.

Skills

GTN forecasting

Excel

Power BI

SQL

Leadership

Cross-functional

Education

Bachelor's degree or equivalent

MBA or graduate degree

Tools

ERP systems

Job description

Principal, Market Access Technology & Solutions, Gross to Net Services Lead

Company & Team Overview

Formed through the merger of IMS Health and Quintiles, IQVIA - the Human Data Science Company™, offers a broad range of solutions that harness advances in healthcare information, technology, analytics and human ingenuity to drive healthcare forward.

Position Overview

This Principal-level leader within IQVIA Market Access Technology & Solutions – Managed Services / Business Process Outsourcing team, leads cross-functional, distributed teams to provide advisory services and deliver exceptional gross-to-net (GTN) close and forecast services to US pharmaceutical and biotechnology clients. The role combines GTN forecast and accrual model creation and management, balance sheet reserve management, cross-functional stakeholder management, project management for implementations of IQVIA's proprietary GTN application and transitions into steady state, and active support of business development and practice growth.

Key Responsibilities

• Acts as principal owner of client delivery with ultimate responsibility for client satisfaction and delivers high levels of quality/added value, and provides follow-up with client after project deliverable have been completed to ensure client satisfaction.
• Utilizes quantitative and analytical skills and experience working with datasets related to Demand, Ex-factory Sales, Inventory, Chargebacks, Rebates, Patient Assistance Programs to create Gross-to-Net models for forecasting (Long Range, Latest Estimate, Rolling, etc.) and accruals management
• Support client’s FP&A and Accounting organizations’ expectations for Gross-to-Net Close, Balance Sheet Reserve and Forecast processing cycles
• Manages projects related to implementation of IQVIA's proprietary GTN application and transition to steady state ongoing operations
• Provides direction, advice and intellectual leadership to clients and delivery teams.
• Provides high level input to, and ensures the development of, client deliverables in agreed-upon SLAs.
• Leads thought leadership and firm building initiatives.
• Remains current on industry, client and competitive trends and directions in order to anticipate and identify new business challenges and issues at assigned clients.
• Mentors, coaches and shares subject matter expertise with others to help develop individuals and our capabilities to deliver world-class solutions for clients.

Qualifications

• 10+ years of professional experience in consulting, or pharmaceutical industries with evidence of career progression
• Strong academic track record including minimum Bachelor’s degree or equivalent and an MBA or relevant graduate degree (desired but not a requirement)
• Extensive experience in the life sciences industry with strong conceptual understanding of pharmaceutical supply chain and distribution channels, purchase-based and utilization-based contracting, and regulatory compliance, including government programs and pricing
• Experience advising and supporting Clinical stage / pre-Commercial clients with GTN launch readiness activities for products that covered by pharmacy benefit and medical benefit, with various route of administration.
• Working understanding of GAAP principles related to revenue recognition and gross-to-net accounting practices (CPA designation, even if inactive is preferred)
• Ability to support client’s FP&A and Accounting organizations’ expectations for Gross-to-Net Close and Forecast processing cycles, which may include weekend and holiday hours to support SLAs
• Working understanding of and willingness to keep current knowledge about regulatory impacts to pricing, contracting, market access to support conversations with client’s market access teams
• Extensive experience working with datasets related to Demand, Ex-factory Sales, Inventory, Chargebacks, Rebates, Patient Assistance Programs
• Extensive experience creating models for Gross-to-Net forecasting (Long Range, Latest Estimate, Rolling, etc.) and accruals and balance Sheet reserve management
• Experience creating pre-deal and cross-channel pricing models with scenario modeling and sensitivity analysis capabilities
• Strong quantitative skillset with experience working in Excel, PowerBI or other similar toolsets
• Strong analytical skillset supported by utilizing SQL to analyze large datasets
• A track record of leadership and people development
• Strong project planning, time management, and organizational skills
• Strong understanding of hands‑on project management experience utilizing waterfall, agile and hybrid approaches
• Hands‑on experience across the software development lifecycle (SDLC) supporting configuration, integration, data conversion, testing, deployment, and operational readiness workstreams for ERP / financial systems, GTN platforms, Revenue Management platforms, and systems integrations
• Experience leading distributed teams within the United States and in global/regional hubs external to the United States
• A willingness and ability to travel as needed

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.

The potential base pay range for this role, when annualized, is $138,600.00 - $386,200.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.